In this First Day of Spring vlog, I discuss skiing in the rain and sun on the same weekend, listening to podcasts by Peter Shankman and Chris Ducker, and the logistics of shipping your tradeshow exhibit:
Long days on your feet. Snacking on tasty samples from one side of Anaheim Convention Center to the other. Setting up tradeshow exhibits. Tens of thousands of industry people checking out products, thousands of exhibitors vying for attention in crowded halls.
“There’s nothing quite like it!” I’m sure you’d say the same thing about CES, Burning Man and SXSW. Big shows, chaos and overloaded senses.
The morning after I returned from Anaheim (delayed flight got me home just after midnight, thankyouverymuch!), so I’m a little weary, but figured that I’d give the TradeshowGuy Monday Morning Coffee Vlog a shot anyway. Enjoy:
When it comes to sales, you are in charge. Nothing happens in a business until a sale happens. Without the sale, nobody in the company is asked to build or provide anything to a client. Nobody is able to send out an invoice or bill. No money comes in, no bills get paid, no employees get paid. So until a sale happens, whether it’s on the street, in the store, online or at a tradeshow, nothing happens.
This was one of the first lessons I got when I moved away from talking into a microphone for a living to selling tradeshow exhibits. It puts a lot of pressure on ya! But it also opens doors to growth that you might not often recognize, or otherwise have in your life.
As a company owner at TradeshowGuy Exhibits, I’m responsible for many things – one of them is to bring in business: to make a sale. And frankly, it’s a competitive marketplace. There are a lot of good tradeshow companies, designers and fabricators out there. So, like any other company, we’ve tried any number of things: advertising in local and national publications, Google Adwords, sending out regular newsletters, soliciting referrals from current clients, blogging and other types of inbound marketing, social media outreach, walking the floor at tradeshows, gathering information on exhibitors to follow up later…and cold calling.
But, you say…Isn’t cold calling a good way to bug people? To interrupt them? To intrude upon their busy day? After all, in this online world, if people want to find what you’re selling, shouldn’t they be able to do it online? Certainly, but since being online in a crowded world isn’t perfect, businesses need to be able to reach potential buyers directly.
And that means cold calling.
Frankly, I’ve never been a big fan of cold calling for a number of reasons, but as my Sandler Sales trainer keeps telling me, “You don’t have to like it you just have to do it.” And with better tools and more effective questions, it becomes easier. And, as with any other selling method, it can bring in business.
In the past 30 days of cold calling I’ve uncovered several leads for potential projects. I’ve even found half a dozen people that told me “you should have called a couple of weeks ago!” as they just made a deal for a project.
Which tells me a number of things:
Businesses are buying
Every business is in a different situation and you might be exactly what they’re looking for
If you use cold calling as part of your selling strategy, as in any part of your strategy, you’ll continue to uncover leads
So to bring this around full circle and relate it to tradeshow marketing, it’s worth doing. Your audience – your potential clients – are all in different situations. Some may have just purchased exactly what you’re offering. Others may not need your services for another year or more. But some will be in the perfect sweet spot where their needs match up with your product, service and capabilities.
“Outside the box.” Should you be thinking about your tradeshow marketing using an outside-the-box approach?
Well, that depends. If you can come up with an unusual way to draw crowds, or do pre-show marketing that whets attendees’ appetites, I think you’ve got something going.
But if you’re looking for something outside the box when it comes to actual execution of all of the needed elements, you’re probably better off drawing inside the lines.
When it comes to greeting visitors with a smile, having a pertinent question for them, and responding to questions with accuracy and integrity, you’re on the right track.
When it comes to having a booth that meets all of your function needs, from attractive graphics and proper demo or sample areas to storage and meeting, you’re probably going to want to do it by-the-book.
When it comes to tracking lead generation, sales follow up and tracking ROI, keep it on the straight and narrow.
In other words, do all you need to do using tried-and-true activities designed to effectively execute the functions of exhibiting – stay inside the box – and you’ll be happier for it.
But when it comes to getting people’s attention through what might be considered outlandish or outside-the-box promotional methods, have at it.
Just make sure that once all of those people get to your booth, you have the systems and experience in place to benefit from them.
It used to be that I liked to buy the new things without a whole lot of thought. If I could afford it, I’d get it. New camera, bicycle, car, album, phone, appliance, whatever. But these days I tend to think a lot more about it, and end up asking myself why should I buy that thing? To what end? Why should I get it? What is the reason for acquiring something new? In most cases, I don’t have an answer. It’s why my great little Macbook Pro is 5 and a half years old now, and runs great. It does all I need. It’s why it took me a few years to finally get that new bicycle that I’ve been thinking about. Now that I have it, I ride every day for at least 20 or 30 minutes, rain or shine. I ask “to what end?” and if I don’t have a good enough answer, I just wait.
You can also ask the same question about tradeshow marketing: to what end? What do you get out of it? Even though I’m in the business of selling tradeshow exhibits and helping people with their tradeshow marketing, I will ask what their goals are. They should be well-defined. They should have a reason for spending money on something new, or going to shows over and over.
It may be that going to a show opens new markets, or helps you connect with old clients on a personal level, leading to more sales, or to show off new products and new services. It could be anything that makes sense and will help grow your business. But since tradeshow marketing is an expensive proposition when you add it all up, make sure you answer the question:
Competition on the tradeshow floor is fierce, and it’s not going to get any easier. You might say it’s more competitive than ever! Your fellow exhibitors are bringing more people to their booth, giving away more samples, doing more in-booth and doing better in the things you don’t see at the booth, such as pre-show marketing, social media and follow-up.
What are you doing to step up your tradeshow game?
Here are 7 ways to step up your tradeshow game to at least keep pace with fellow exhibitors.
Bring Your “A” Game. You can characterize this a hundred ways, but it really means to step up your performance, do better than the last time, stay disciplined and focused so that almost nothing misses your gaze.
Have a better sample for giveaway. This could mean anything from working with your promotional products associate to brainstorm a different giveaway to having a premium gift for those that respond to a pre-show marketing mailer.
Catch eyeballs! Every booth is vying for eyeballs. What message is your exhibit saying? Whether it’s a 10×10 booth or a giant island, it still should communicate a clear and concise message and do it in a manner that catches eyeballs. Sometimes that’s graphics, sometimes it’s a compelling and bold statement or question.
Give visitors something to do. There are discussions to be had regarding the differences between flashy colorful booths or having something interactive. Both have their valid points. But if you can create an interactive booth and give a visitor something to do that’s engaging, creative and keeps them around for at least five minutes, you’ll definitely be stepping up your tradeshow game beyond many of your competitors.
Pay attention to visitors. It’s too easy to slip into ‘silent’ mode by pulling out your phone to check email, ready Facebook or text someone when crowds are light. But it’s at that moment when someone may come by, see that you’re engaged and keep walking.
Put on a smile. The only thing more welcoming to someone than a smile is to greet them with their name. If you don’t know their name, at the very least give them a smile!
The trick these days is to find a shortcut. You know, the kind of shortcut that allows you to find success without really working on it. One of the most popular sites is LifeHacker which shows many ways to exploit rules to your advantage, survive a wasp attack, build a GoPro mount from a plastic pop bottle and more.
Oddly enough, if you search Lifehacker for “tradeshow” you don’t get any life hacks for tradeshow success.
That’s because almost everyone will tell you that if you want to be successful in tradeshow exhibiting, you have to put in the work.
Oh, sure, there will be people who will cobble together a creative booth for a few bucks out of bicycle frames or old barn wood or whatever, but it doesn’t really get you to a successful tradeshow experience.
It takes work, planning, execution, review, re-focusing and continual incremental improvement to keep building your track record.
You may find hacks for lots of other parts of your life, but when it comes to business, more so-called hacks aren’t worth the digital ink spilled. Put in the work.
When you do become successful, it’ll be worth much more anyway.
How many rules of tradeshow marketing are there really? Who knows? Pick a number!
In 2009 I wrote an e-book called “101 Rules of Tradeshow Marketing” which eventually was downloaded 5,000 or so times. A couple of years ago I revised it and put it back out there in the cloud for free.
As we’re doing a webinar-a-month this year, I wanted to revisit the concept of ‘rules of tradeshow marketing’ but didn’t feel that I could do 101 rules justice in a 45-minute webinar. Hence, the somewhat random choice of just 27 rules.
In any event, you should join us for the webinar. It’s coming up April 19th, 2016 at 9 am Pacific / 10 am Mountain / 11 am Central and noon Eastern. Sign up as usual at TradeshowGuyWebinars.com.
And yes, at the end I’ll make sure you get your own copy of the e-book that started it all: 101 Rules of Tradeshow Marketing.
If you want to create content that really cuts through all of that internet noise, you’ve come to the right place! We recently hosted Lisa Apolinski of 3 Dog Write for the webinar “Creating Content That Cuts Through the Internet Noise.” Lisa is sharp, experienced and shared a lot of great tips in this webinar. Hope you enjoy the replay:
Have you ever walked by a tradeshow booth and felt somewhat put off by the vibe you were getting? So much so that you just kept on walking?
That’s not a surprise. The way that people stand, move and hold their body communicates a great deal. We don’t need to hear words to get a very plain message, and often that message is “we’re not really interested in talking to you right now.”
While you can spend a few minutes Googling body language and get a ton of great information, let’s stick to specifics for a booth staffer in a busy tradeshow.
Arms crossed: indicates a defensive position. People will see you as someone who is really not all that interested in talking with you right now.
Sitting on a chair: tired and non-energetic. Therefore it will be seen as not ready to engage.
On the phone: whether you’re talking or just checking out Twitter, Facebook or whatever, this also shows the visitor that they are less important than that stupid cat video (at least that’s what they think if they bother to think).
Holding a clipboard: can often be seen as someone who is on a mission to fill out the form, and will pounce at the first moment. Visitors often avoid this person.
No eye contact: again showing a visitor that you’re not important. It also shows shyness or desire to avoid interaction.
Direct eye contact and a smile: a positive sign that most visitors will interpret as a willingness to engage.
Hands down at side: another good positive open body position which tells a visitor that you’re ready to have a conversation.
Clenched fist: seen as a negative or aggressive stance.
A visitor can make a snap judgment in just a few seconds while standing 10 or 15 feet away. They will often make a decision on visiting your booth based entirely on the body language that your staff is using. Learn to read body language, and learn to use it positively to communicate an upbeat, welcoming message to your visitors.